Performance Selling - Module 7 - After Sales Value Realization

What is "Performance Selling (PS) - Module 7 - After Sales Value Realization" about?

Deliver the value you promise, therefore building the foundation for future business.

Best-in-class after sales value realization means...

• Delivery of promised value

Ensuring that contractual commitments to the client are fully upheld, and establish all relevant measures to safeguard the relationship (i.e. joint governance structures).

• Up- and cross-sell

Systematically develop and fully make use of opportunities to "sell more of the same".

• Generation and sharing or references

Make existing client relationships and successful joint work referenceable in the market and accessible to other salespeople.

Contents (PDF-format):

• After Sales Value Realization: Overview
• Delivery of promised value - Key Success Factors
• How to push for more - Key Success Factors
• Detail: Example of an effective Governance Structure
• How to turn crises into opportunities